On today's "quick hit" episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply ass...
Sep 23, 2021•22 min
The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021's second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what's currently happeni...
Sep 20, 2021•45 min
As a broker owner, manager, team leader, or even as an individual agent, sometimes you may find yourself dealing with someone who just doesn't seem coachable. But are they really uncoachable, or is there something else going on? As a coach, it's your job to ask the right questions, dig deeper, and find out the real reason why they may be pushing back on certain Ninja Systems. As Matt and Garrett point out, the number of people who are truly uncoachable is actually much smaller than you might thi...
Sep 16, 2021•31 min
With the fourth quarter of 2021 just around the corner, today's episode looks at giving yourself a jumpstart and taking advantage of this window to really light things up for your best quarter yet. Matt and Garrett explain that having a great fourth quarter does not start in the fourth quarter, but rather, about 45 to 60 days beforehand. So right now is the perfect time to really make an impact. Our hosts talk about the importance of building momentum, staying consistent with your Ninja Nine Sys...
Sep 13, 2021•27 min
Matt and Garrett take an in-depth look at the number one Ninja Nine System that agents report having trouble with - speaking or communicating with 50 people per week. Rather than getting bogged down in it, our hosts talk about shifting your mindset and identifying the reason why you're making these calls and connections. Easily one of the most misunderstood pieces of the Ninja puzzle, your 50 calls per week is also one of the most fundamental in creating the results you want to have, and it's wh...
Sep 09, 2021•34 min
Whether you're dealing with contractors, photographers, or handymen in your world, having good relationships with vendors can enhance the value you bring to clients, ensure that important jobs get done faster, and make your business run much more smoothly overall. Matt and Garrett discuss the importance of these relationships and how to develop them effectively, including paying contractors early, writing thank-you notes, creating an enjoyable work environment, and treating your team to lunch or...
Sep 06, 2021•20 min
While Matt and Garrettt have discussed handwritten notes on the podcast in the past, today they put the focus on building upon this important foundation to take them to the next level. Having observed that completing these notes can, at times, simply become an item to be checked on a list, our hosts are here to show you how to move well beyond that and ensure that you start writing the most powerful notes you can to really have an impact on the lives of those around you. They begin by stressing ...
Sep 02, 2021•23 min
Matt and Garrett welcome an amazing member of the Ninja family, Lee Eckroth, to the show to discuss his journey with Ninja Coaching, including the revelation that he was not initially ready to be coached and the pivotal phone call that ultimately changed this for him in a big way. Lee talks about transforming himself physically and mentally to get himself in the right mindset to be coached, figuring out his "why" and how real estate could help him achieve his goals to give back to his community,...
Aug 30, 2021•59 min
On today's episode, Matt and Garrett discuss current marketplace trends in pricing, and address the misinterpretation that sales are slowing down due to a lack of buyers. Our hosts explain that when the marketplace continues to appreciate, at some point this hits a ceiling and sellers push prices to the point that buyers lose interest, creating a bigger overall shift. For a transaction to take place, both buyers and sellers need to agree that a price is reasonable - if buyers don't feel this is ...
Aug 26, 2021•30 min
As we prepare to adapt to whatever changes may come our way in the future, today Matt and Garrett dive into the topic of a possible foreclosure wave, and what this potential trend might look like in the months and years ahead. They explain that yes, the foreclosure process may be getting started on a number of homes very soon, but there are still ways to avoid this fate by working with your bank and correcting your finances before it gets to this point. Matt and Garrett review the financial circ...
Aug 23, 2021•19 min
Following up on our recent conversations about being adaptable as we enter a post-COVID marketplace, today Matt and Garrett talk about embracing change and accepting that there is never one constant "normal" in real estate. Garrett explains that agents who have been able to adapt along the way are doing extremely well, and that change is a good thing as it forces us to recalibrate and move out of our comfort zone to learn new skills and grow. People also reach out to the people they trust during...
Aug 19, 2021•28 min
When you invest in the team of people you work with, it can make everything run smoother and even help grow your business. Today Matt and Garrett discuss what it means to build your team, grow your team, and invest in your people. You can do this monetarily by providing training and education for your employees, but you can also invest in them internally by building connections and taking the time to understand their goals and what they're hoping to accomplish. When you hire a new person, you're...
Aug 16, 2021•31 min
The Ninja Selling Podcast is all about breaking down current trends we see in the real estate world, and today, Matt and Garrett explore the idea of people selling their homes, but not necessarily turning around and buying. More and more sellers are cashing out and perhaps living in unconventional ways or renting until they're ready to jump back into the marketplace, which adds inventory without adding to demand. Our hosts explain how this trend might affect the marketplace, and also open up a w...
Aug 12, 2021•27 min
On today's episode, Matt and Garrett sit down to discuss an upcoming shift in the marketplace that they've been noticing, and how agents across the country can prepare themselves for a possible change. As we start to see showings and multiple offers slowing down, it seems the markets may be gradually cooling off. While some may wonder if we're returning to "normal," Garrett explains that there really is no such thing in real estate, with different variables always creating a unique marketplace t...
Aug 09, 2021•25 min
Building on last week's conversation about Parkinson's Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you'll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time. Our hosts break down each componen...
Aug 05, 2021•46 min
Today's episode dives into Parkinson's Law and its two main components. Firstly, work expands to fill the time allotted, meaning that if you give yourself a certain amount of time to work on a given task, you're going to use up all that time to get it done. For example, if you tell yourself you need to make a phone call by the end of the week, you'll switch back and forth between tasks until you finally arrive at the end of the week and rush to get it done. The second piece of Parkinson's law st...
Aug 02, 2021•29 min
Today's "Quick Hit" episode looks at the importance of taking your listing marketing seriously. A recent study by Inman reviewed 25,000 listings across Zillow and Realtor.com, and found that the vast majority of real estate listings lack good visuals, with only 10% of single family home listings including a floor plan, less than 30% of the photos on the listings meeting best practices, and 94% offering no video or virtual tour whatsoever. This is a huge missed opportunity for agents, and today M...
Jul 29, 2021•25 min
The recent news about Sir Richard Branson launching into space on his Virgin Galactic rocket plane has Matt and Garrett thinking about the way we interpret people going after their dreams. On today's episode, they talk about the inspirational element of this story getting lost in the news cycle, with many feeling that they're simply more motivated by everyday folk in unexpected moments of greatness instead. But we forget that Branson did not start out as a billionaire with a space company. Like ...
Jul 26, 2021•29 min
Today's episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-b...
Jul 22, 2021•27 min
Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for over six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a "Ninja Filter" in everything she does. She begins with the "Magic Wand" conversation, then begins the ...
Jul 19, 2021•54 min
Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson's moving poem, "Deepest Fear," a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often "play small" and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to gr...
Jul 15, 2021•36 min
In recent coaching sessions, Matt and Garrett have noticed that many agents are missing opportunities to go above and beyond for their clients, and are not taking extreme ownership of their businesses and themselves. When questions come up, or something goes wrong in a transaction, the best thing you can do for your client is be their expert and handle the situation for them - gather all the information, make phone calls, do the research, and make sure you are getting the job done. Passing the b...
Jul 12, 2021•34 min
Matt and Garrett share their insights from the Ninja Selling Leadership Institute about how to become a better leader and good quality manager. They talk about how this can influence an office and lead to greater success for agents as well. Broker managers can make or break the entire company experience, but not everyone is meant to fit this role. Our hosts break down Larry Kendall's approach for bringing in the right people, hiring the best of the best, and making sure agents are coachable, not...
Jul 08, 2021•22 min
For the second time ever, Matt and Garrett meet face-to-face to record today's episode about gift giving, and how to use this as a way to build connection with your clients. Whether you're doling out mugs, water bottles, cutting boards, or knives themselves, our hosts talk about how to do this tastefully, have fun with the process, give the right gifts, and do it in such a way that clients do not feel bombarded with marketing material. It's a delicate balance, but Matt and Garrett are here to wa...
Jul 05, 2021•27 min
Traditional sales training usually encourages agents to steer every conversation toward real estate, focusing only on getting the business, and immediately asking people whether they are thinking of buying or selling. For many, this can feel too aggressive or "salesy," and understandably so. Today Matt and Garrett guide us through the process of initiating real estate conversations organically by focusing on helping people, bringing value, and being genuinely curious about what is going on in th...
Jul 01, 2021•30 min
Through coaching sessions and recent conversations in the Facebook podcast group, agents overwhelmingly report that the phone is their least favorite aspect of the Ninja System. Today Matt and Garrett look at why this is, and how to become a master of the phone, even if you don't feel like you're inherently "good" at it. They point out that the biggest priority is to have your F.O.R.D. conversations (Family, Occupation, Recreation, and Dreams), and talking on the phone is the most efficient way ...
Jun 28, 2021•31 min
Success is something that we all strive for, but today's episode looks at the different ways success can take form, and what it means to you. The definition of success is entirely subjective, and cannot simply be measured by wealth or titles. Matt and Garrett talk about creating your own definition of success, whether that be income-driven, spending time with family, or hammering out your ideal work schedule. The key is knowing what feels right for you, what lights you up, and doing your best to...
Jun 24, 2021•33 min
Matt and Garrett have been preaching the pre-listing home inspection for many, many years, and today they devote an entire episode to break down why. Pre-listing home inspections are an important step to make sure you're putting people in safe homes. They also increase buyer confidence, raise your trustworthiness, protect both buyers and sellers, and decrease stress for all parties involved. They offer up all the knowledge you need to negotiate from a place of power, and to achieve the best poss...
Jun 21, 2021•29 min
Many agents today are finding themselves stuck in the mindset that they can't find success in this marketplace, or make it work for them. Today Matt and Garrett explain how shifting your mindset first can help you see opportunities where others do not, and they remind us that people will always experience life events that require real estate changes, regardless of market trends. The opportunity to create business is always present, but you need to have the right frame of mind in order to see it....
Jun 17, 2021•31 min
Over the course of the pandemic, a lot of businesses have shifted their marketing strategies and dropped print marketing altogether. But the three most common elements that have allowed agents to continue thriving during this time are phone calls, postcards, and real estate reviews. Today Matt and Garrett explain why now is the perfect time to return to your postcard mailings, or fine tune the ones you're already sending for optimal success. Postcards are almost a guarantee to reach your targete...
Jun 14, 2021•27 min
